Leads
You get a lead with no number on it what are at least two strategies to reach the client.
1. True people search
2. 2nd approach letter
3. White pages
4. Send a personal letter
The client doesn’t remember requesting the information. (Direct Mailer) How would you jog their memory and lead into wants and needs?
Answers may vary but should include at least 2 specific pieces of information directly from the lead and/or process.
- Describe the process and that they tore off the bottom and sent it in.
- Program Aid for Seniors
- Cash Insurance Benefit up $20,000
- Burial Coverage
- Final Wishes Booklet
- Funeral Advantage Program
- Final Expense Plan Information
You get all the way to 3 choices and your client says they want to talk to their children about it. Name at least one way of overcoming this objection.
1. Children don't like discussing final expenses with parents so while they qualify it's best to get a plan now, then discuss the arrangements later.
2. The best way to discuss this information with your kids/spouse is to have the policy in hand.
What does NSF mean, and how do you fix it?
NSF stands for Non Sufficient Funds, you can find this in your daily service report that is emailed daily. To fix this call the client and get confirmation of a good pay date and/or update payment information if needed. Call Lincoln and tell them to withdraw the funds on the agreed upon day.
What does automatic premium loan requested mean and how does it protect the client?
APL prevents the policy from lapsing right away from non payments. The cash value is used to keep the policy in force and give the client time to catch up payments.
Name at least 2 parts in every web lead you can use to jog a client’s memory.
- Free Quote
- Cash Benefit up to $20,000 (tax free)
- Use Lincoln Heritage Life Insurance (more frequently)
- Some adds have a video (commercial) already on it.
- Refer to the picture (family holding hands on the beach, elderly couple, etc)
Within the very beginning of the conversation the client notifies you that they would answer yes to one or more of the health questions, therefore you know they will be modified. How will you address this and show how it is still a great benefit?
- See if they've been denied before (to add value to our plan later in the cycle and create the need to do it while they qualify)
- Being upbeat and positive about the program
- Explain the 1-2 year benefit
- Add on accidental to create immediate value
You get all the way to the 3 choices and the client says they need to think about it. Name at least 3 reasons why they may not be committing today.
1. They don't trust you
2. They can't afford the premium
3. They think they have to pay today
4. The true wants and needs have not been identified and/or value of the program has not been created.
Name at least 2 different ways to check your current production?
Nightly emails from Jeff
Daily emails from Willie
Nightly production report emailed by Lincoln
Backoffice under "Leads", then "Agent Statistics"
Tell a story about how the funeral advantage program helped a member save money, time, and or stress.
Answers may vary but should give specific accounts of how the program actually works.
If the team included a tie down at the end they get a BONUS 50 points.
Name 3 parts of our tv commercial you can use to jog a client's memory.
- My final wishes book
- 9 Things Every Senior Should know about Funerals
- Funeral Advantage Program/Funeral Consumer Guardian Society
- Lincoln Heritage
- Final Expense Information
- Remind them that they saw our commercial and called in, you are returning their call.
Client says that they thought we would send something in the mail. How would you overcome that objection?
- This is a special plan to fit a special need
- We are not a one size fits all company and need to see what you qualify for...what did you have in mind when you sent this in?
- For extreme cases only try to get the email address and set up immediate follow up.
The client likes the program but wants to pay next month. Today's date is the 20th and they want to pay on the 5th. Explain how they could get a free month if they paid today.
Answer may vary but need to include..
- Lincoln does not charge twice in a 3 week period
- Payment will skip the due date of the 5th and won't be charged the second premium payment until the following month.
You want to make leaderboard this month. What is the minimum AP and how much premium will you need to collect this month?
Minimum 8000
$667
* DAILY DOUBLE!! *
Tell a story that would explain the difference between term and whole life to a client.
Answers will vary but should clearly define that term is temporary, and whole life is permanent.
* DAILY DOUBLE!! *
Name at least 3 parts in every direct mailer lead you can use to jog a client’s memory.
- Program Aid for Seniors
- Cash Insurance Benefit up $20,000
- Burial Coverage
- Final Wishes Booklet
- Funeral Advantage Program
- Final Expense Plan Information
Client bought insurance after they sent out the request but before you called. What are at least 2 rebuttals that could help overcome this?
Overcoming Objective(s)
1. Do you have the old kind or new kind?
2. Explain difference between term/whole life
3. Special plan for a special need
A client likes our program but can’t afford even $25 a month, what are at least 2 things you could say to meet the clients needs and save the sale?
- Show client lower options that fit their budget (and need if possible)
- Remind them that you are their agent for life and that they can always add on later.
- Show the value of FCGS and how we can help even with a lower face amount.
** DAILY DOUBLE!! *
Client's payment didn't go through, what is the report that would give you that information?
Service Report or Daily Commission Report
Name at least 2 facts about a Muslim burial you should know
1. The correct name of the funeral is Janazah
2. Burial should be done within 24 hours of death.
3. There is no casket...the body is shrouded (wrapped in cloth), then buried.
4. Cremation is strictly forbidden.
What is the best lead to use over the phone?
The best lead is the one that picks up the phone. So there is NO one particular lead better than the other, it's all about having the client pick up and engaging in a conversation.
A client says that they are deciding between us and Globe Life. Name at least 2 things about Globe Life that you can use to give you the edge over the competition.
Note: Never refer to competition by name, say something like "companies like that.."
1. Globe Life is guaranteed acceptance - automatic waiting period regardless of health. Only get premiums back in the first two years
2. Premium increases over time
3. Very cheap however you get what you pay for, customer service very low.
A client gets nervous/upset when you ask for banking information over the phone. Name at least 2 reasons why they may be nervous, and at least one way you can overcome it.
Reasons:
- Trust, Client thinks they have to pay today, doesn't have bank information, doesn't have bank account at all.
Ways to overcome objection:
1. Relate to the clients concern (agree with them). Point out that they should never give out their information over the phone unless they requested it. Then proceed back into selling cycle.
2. Give them your agent number and have them verify you through customer service.
How many times should you call a lead before you stop calling it?
There is NO amount of times. You call the lead until you get them on the phone and give a world-class presentation, or they have actually passed away.
Name at least 3 facts about a Jewish burial you should know.
1. The correct name of the funeral is Levayah
2. Embalming is forbidden
3. Cremation is forbidden
4. Body is shrouded (wrapped in cloth)
5. Only a basic wooden casket is used
6. Burial should take place as soon as possible after death.